Sales
What is value?
The term used to describe stealing customers from a fellow co-worker?
What is poaching
I buy Heinz ketchup. I always buy Heinz ketchup. When I go to buy ketchup, it is a ______ buying situation.
Straight rebuy
This is what came about due to information being readily available on the internet.
What is information parity
This is a personal payment received in exchange for directing business toward a particular company
What is a Kickback
Extroverts need to ________ more to be a good sales rep.
What is listen?
If you scratch my back, I'll scratch yours
What is reciprocity?
I know I want some type of chips. I go to the grocery and check out what they have to offer. This is an example of
What is Modified rebuy
This is the term used to describe the technique of copying some of the customer's body language.
What is mirroring?
These purchases allow company to increase production capacity and reduce long term cost
What is a capital purchase?
The term used to describe individuals that fall in the middle of the introversion/extroversion scale
What is ambivert
Agreeing with your competition to charge a certain price so that prices remain artificially elevated
What is collusion
This type of purchase takes the most time and often involves the most people.
What is New Task?
This is the percentage of time you should be talking during a sales call?
What is 20%
This type of person can adjust to the customer's preference. They know when to listen and when to speak up.
What is an ambivert?
Term used to describe when the ownership of the good is transferred between the seller and buyer?
What is FOB (FOB origin or FOB Destination)?
This what what a sales rep uses to pay for travel expenses and taking customers to lunch.
What is an expense account?
These types of companies don't manufacturer anything but are interested in profit margin from selling an item.
What are resellers?
This is the term used to describe paying attention to the customer and using signals that indicate that you are hearing what they said.
What is active listening
This is the process of identifying and qualifying customers
What is Prospecting?
This is the term used to describe a purchase decision that will have a large impact on the customer's business.
What is high consequence?
When faced with an ethical decision at work that isn't outlined in the employee handbook, this is who you should consult.
Who is your boss
Manufacturers purchase products for these two reasons? (must give both)
What is 1. As component...2 Used is the production process.
In our relationships, we are working to establish ______
What is trust?
This type of sale typically involves multiple stakeholders and make take longer to arrive at a decision but it often leads to larger contracts and longer term relationships.
What is B2B sales?